Marketing, S.U.N.Y. at Buffalo, 1991
Professional Managers' Program, Tunghai University, 1984
B. Sc. & Eng., National Cheng Kung University, 1977.
At the University
of Illinois since 1991.
Role of Mood in Price Promotions," with C. K. Hsu, Pricing Strategy
and Practice: An International Journal (forthcoming). "The role of
Mood in Price Promotions," with C. K. Hsu, 1997 American Marketing
Association summer Educators' Conference Proceedings (August 1997).
"The Role of Loyalty and Satisfaction in a Channel Relationship: A
Balance Theory Perspective," with T. G. Costello and J. M. Phillips,
1997 American Marketing Association Summer Educators' Conference Proceedings
(August 1997). "Situational Risk in Organizational Buying: A Basis
for Adaptive Selling," with Michele D. Bunn, Journal of Industrial
Marketing Management (September 1996). "A Friend is Always a Friend
Even when Money is the Issue: Differences between Taiwanese and Americans
in Negotiations," with J. Yu an W-K. Li in Cross-Cultural Negotiations
and Conflict Perceptions, D. Strutton, L. E. Pelton, and S. Shipp,
eds., in Advances in Marketing (March 1996). "Concession Behavior
at the Initial versus Final Stages of Negotiation," with W-K. Li,
American Marketing Association Winter Educator's Conference Proceedings
(February 1996). "Successful Negotiations: The Foundation for the
Future," in New Industries in Strategic Alliances in Agriculture:
Concepts and Cases, Steve T. Sonka, ed. (Champaign, IL: Stipes Publishing,
1995). "An Attribute Level Process Model of Service Quality with Feedback,"
with D. Sudharshan, in American Chines Management Educators' Conference
Proceedings (August 1995).
in Who's Who Among Asian Americans, 1994; Thomas Edison's Award to
Scientific Study, 1992.
marketing courses in management and interorganizational marketing.
Research focuses on the application of economic and social-psychological
theory to industrial marketing problems, for example, the application
of bargaining theory to both industrial buyer-seller interaction and
inter-channel member negotiations, and competition theory as it applies
to industrial market competition. Consultant to General Instrument
Microelectronics Taiwan Ltd., Teamwood Corp./Kenphone Electronics
Ltd., ATW Inc.
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